Get Out Of The Way!

by Duane Weber

You, selling professional, are your own worst enemy.  Time and time again you let your buying process, and your personal beliefs control your selling process.  You might blame the prospect, your market, your pricing, or even your own company, but I’m sorry to tell you, it’s your own fault.

How do I know this? I am guilty as charged! For years, I had beliefs that held me back from being the best I could be.  I did all I could to make sure my beliefs were true. It’s called the self-fulfilling prophecy. 

These beliefs are false:

•         I’m in a competitive market and it’s about price (AKA- I have to discount to win business)
•         If they “like me” they will buy from me
•         I can only ask for 15 minutes
•         I can’t ask too many questions
•         If we sell at X price, we are taking advantage of the customer
•         Prospects MUST take time to think it over before making a decision
•         It’s OK for my prospect/client to take calls and other interruptions during your meeting because he/she is more important than me
•         My selling cycle just has to be this long
•         Cold calling is dead
•         I have to quote this time to keep me in the game next time
•         I can’t tell my prospect no
•         If I challenge the buyer, they won’t like me
•         My competitors do it so I have to as well

I’ve probably lost most readers already.  However, for the one or two of you nodding your head in agreement, admitting that you hold these beliefs and are tired of feeling like nothing more than a vendor, here’s what you can do to change your beliefs and change your success:

1. Leave your ego outside the door.  Your urge to disagree with one or more of the above is a result of your ego pushing back.  Unless you’re at the top of the leader board in your industry you aren’t #1.  I’ll let you in on a little secret – those at the top of the industry are nodding in agreement and glad that their peers hold fast to these self-limiting beliefs. 
2. Which belief caused an emotional response? Either the one you shook your head at and disagreed most or you agreed but regretfully hold this belief.  Start there.
3. What is the exact opposite belief?  Open your mind to accepting this belief as fact.  Easier said than done but possible when you check your ego at the door.
4. Write it on a Post-it® note and put it in a place you’ll see it regularly.  Many clients post it in the left side of their car window.
5. The next time you default to a self-limiting belief, act on the new belief.  For example, if your belief is about price, resist the urge to drop your price.  Be convinced that the order is yours and act accordingly.

Studies show that your new results will validate your new belief. 

At Sandler Training, Trustpointe we teach our clients to check their ego at the door.   To learn more about sales head trash, beliefs that render you vulnerable and sticky notes on your car’s dashboard contact Duane Weber at dweber@sandler.com or 317-845-0041.

Where’s that trash can?